Commercial Sales Essentials Program

Course duration

Practical 3-day hands-on face-to-face program

$1000 hybrid face-to-face

Payment plans available

Career opportunities

Course overview

The REIQ offers the Commercial Sales Essentials Program to both newcomers and existing professionals seeking to establish and continuously develop their skills as commercial specialists. The Commercial Sales series is designed to provide a solid basis of skills and knowledge that can be used as a reference guide for your career in the commercial sector.

Commencing with the foundation course ‘Introduction to commercial and industrial property management’, this series encompasses:
Prospecting, Inspecting, Proposals, Submissions, Pricing, Marketing, Appointment Form 6, Lease negotiation, Sales, Contracts and Client Communication.

Future dates are yet to be announced.

The Commercial Sales Program includes the following:

• At the successful completion of this program students will be issued with a Certificate of Completion
• Three-day face-to-face class and six months access to online resources
• FREE access to REIQ Career Networking events

More information

Michelle Davis

Michelle has held senior commercial property management roles with Jones Lang LaSalle and Colliers International & DTZ. She has excellent insight into the needs of her clients and their customers. She is highly regarded for her industry knowledge and expertise in commercial, industrial and retail property management. Michelle holds certifications with Property Council of Australia, Institute of Public Accountants and QLD Building Services Authority.

Robert Dunne

Robert is the commercial real estate agent in Brisbane people know they can rely on to achieve the best outcome when selling their properties. When many of the best real estate agents in Brisbane are seeking the resources and global reach of a commercial agency, they choose Robert because he is able to use his trusted relationship with the premium buyers to build confidence in a transaction. He is the leading development land salesman in Brisbane. He set the record for the highest price ever paid for development land in the Brisbane CBD with the sale of the Supreme Court site at 300 George St to a Taiwanese Billionaire who invested $1bn to create Brisbane Quarter. 

Students must hold a Real Estate Registration or Full Licence to enrol into this program.

Students will require:

  • A computer to access online learning materials and undertake online assessments.

Part 1: (with Michelle Davis)

The Role as a Commercial Specialist 

As a salesperson or leasing professional in commercial real estate you will need to understand the unique skills and knowledge that is involved with this particular property type as well as understanding the day-to-day fundamentals of leases as part of a sale.

Introduction to Commercial Real Estate 

'Introduction to Commercial Real Estate' provides a solid foundation of knowledge of the commercial sector, and of the unique nature of commercial transactions. The commercial property market is now very accessible to private owners and investors.

This course allows you to understand the mindset of your clients, which in turn enables you to establish how to best service
those clients.

The course explains:

- Who chooses to invest in commercial property
- Why do they choose to invest in commercial property
- How do these investors make money from their commercial property investment

Attendees will gain an understanding of key terminology and processes connected to:

  • The Market;
  • The investors objectives;
  • Terminologies;
  • Commercial Precinct.
Part 2: (with Robert Dunne)

Prospecting and Networking

Prospecting is all about looking for opportunities while networking by definition is a supportive system of sharing information and services among individuals and groups having a common interest. This half day module provides information and skills you will need in commercial sales and leasing such as:
• prospecting for listing
• developing your client base
• defining your market opportunity

Enhancing your inspection skills

This half day module deals with effective listing techniques from the general base facts through to lease monitoring and income and expense analysis including.
• assessing outgoings in your commercial property
• supply and demand factors
• market study
• importance of local precinct assessment

Creating winning proposals

Do you dread the thought of generating another marketing proposal? Fear no more. Preparing and presenting presentation, steps to creating effective proposals and submission planning are just some of the topics included in this module. Provided as an Appendix is a working example of a ‘Marking Proposal’ which you can keep on hand as a valuable resource to refer to when making your own proposals.


Google 4.5 Stars 4.5 Stars 4.5 Stars 4.5 Stars 4.5 Stars

Based on 209 reviews.

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Why you should study with the REIQ

Expert Industry Trainers

Learn from the best. All our trainers have at least 13 years’ industry experience and still have highly successful careers in real estate. Now as teachers, they can pass on their industry expertise to you.


As the peak body for real estate in Queensland, the REIQ is highly regarded by the industry and known for producing job-ready professionals. Real estate agencies are 60% more likely to hire REIQ graduates.

Graduate Membership

We offer FREE 12-month graduate membership to help you succeed during your first year in the industry. Graduate membership assists with a seamless transition from student to professional.

Graduate membership


As an REIQ student, you'll receive FREE one-on-one student support sessions with our expert trainers during your studies to ensure you are supported every step of the way. You can also book private one-hour tutorials if needed (fees apply).

Industry Connections

REIQ students receive FREE career networking opportunities to meet with credible agencies. These events are a great opportunity to connect with industry professionals and potential employers in a casual environment.

Payment options

Maximum flexibility for you. Choose to pay your course upfront or enter into a payment plan.

Payment plans

Do you have a question

Get in touch!

4.5 Stars 4.5 Stars 4.5 Stars 4.5 Stars 4.5 Stars Based on 209 reviews
Michelle Hickey
Michelle Hickey
07 Apr 2024
4 Stars 4 Stars 4 Stars 4 Stars
Fantastic course. I was able to go at my own pace online and if I had any questions, they were answered promptly. It really gave me a good understanding of the Real Estate industry and would recommend the course to others.
Rebekah Routley
Rebekah Routley
04 Mar 2024
5 Stars 5 Stars 5 Stars 5 Stars 5 Stars
Completed my certificate 4 in Real Estate Practices and had a fantastic experience with all staff at REIQ. I found the staff acted promptly to my requests and professionally guided me through the process. I highly recommend the REIQ for your real estate journey. Thank you. I deeply appreciate the effort that goes into student support.
Karen Roebuck
Karen Roebuck
02 Mar 2024
5 Stars 5 Stars 5 Stars 5 Stars 5 Stars
REIQ were fantastic. Not long after I signed up for my course, I got stuck in the floods on the Gold Coast, became homeless and my mum passed away, through all this REIQ gave me an extension on my course and helped me through when I was really struggling with different aspects of the course. Definitely recommend REIQ. A big thank you to all of the team, especially Jeff and Trudi.
Kristy Tyne
Kristy Tyne
12 Feb 2024
5 Stars 5 Stars 5 Stars 5 Stars 5 Stars
Portal very easy to access, prompt marking of assessments, easy to understand content. Overall a fantastic experience getting the attainment I needed to start my new career. I would recommend this course!

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